March 18, 2003

eCommerce Times: Hunting Down the SMBs

My spin What an insightful article and so true. Vendors are like lions in a room full of crippled lambs...seeking out small-medium sized businesses. Large enterprises are so tough to penetrate and the sales cycle can be so long. Smaller businesses although heterogeneous, which makes them hard to sell to, have tons of opportunity for tech vendors.

News Clip: Big enterprises are obvious sales targets for technology vendors. For both hardware and software providers, landing a big installation that affects thousands of workers is like hitting a home run. But the current economic climate is a stiff wind blowing in from the outfield, turning those prospective homers into long outs. Another strategy -- the one-base-at-a-time approach -- is needed. (full story)

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